MSP Summit is part of the Informa Tech Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

Register for THE Channel event of the Fall! >> Register now >>

Agenda

View, browse and sort the agenda by session type.

Finding Your Niche: Building a Specialty Practice

David Wright  (Founder & CEO, Disruptive Innovations)

Location: Grand Sierra Ballroom B

Date: Wednesday, September 14

Time: 3:35 pm - 4:10 pm

Event: Channel Leadership Summit

Session Type: Conference Session

Vault Recording: TBD

In an era where private equity-backed partners are building massive teams to scale and monetize more of the technology life cycle, how do smaller partners keep up? One way is to become a specialist that customers view as a truly consultative, strategic partner to drive business value. That means becoming a subject matter expert on not just technology but business as well. But when you have limited resources, where do you invest your time building knowledge and expertise? That’s where building a specialty practice comes into play. Some partners studied specific verticals to position themselves as truly trusted advisers. Others have wrapped themselves around a specific technology and the business use cases therein. But in both cases, partners are doubling down on what they do best to make sure they stand out in a crowded market of technology sellers.